Direct management/segment leaders are often very knowledgeable about our platform/offerings, but severely lack real experience in the verticals such as construction or manufacturing and our coaching on how to connect better suffers. Those customers need to hear from those actually from those industries, not someone who took a course or attends a trade conference a few times a year and thinks they’re a mfg expert. Sadly, we don’t mention this much as it may be deemed ‘offensive’ or ‘gender biased’ to suggest some don’t know enough about our targets and what they do to lead effectively.